Account Executive

VitalSource®, is hiring an Account Executive to contribute to our Sales team located in Raleigh NC, Chicago IL, Franklin TN, or Boston MA (preferred locations). Applicants outside of these preferred locations will be still considered. There is a travel requirement of up to 20% for occasional team settings, conferences, etc.

Take your sales expertise to the next level as an Account Executive! In this dynamic role, you’ll own a portfolio of customers within a defined territory, building and growing relationships that matter. You’ll identify opportunities, prospect for new business, negotiate deals, and close sales with confidence—all while leveraging VitalSource’s cutting-edge products and services. By developing strategic, account-focused business plans, you’ll deepen partnerships, drive revenue, and make a real impact. Ready to lead and succeed? This is your chance to shine!

Key Responsibilities:

• Identifies high potential prospects and qualifies opportunities to effectively manage the sales process efficiently. 
• Develops strategy to independently manage all business for market/territory .  
• Prospect for potential new customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking and email outreach and lead conversion.  
• Qualify prospects against company criteria for ideal customers and sales 
• Consult with prospect about business challenges and requirements, as well as the range of options VitalSource has to support their business initiatives.   
• Sells products to achieve sales and revenue goals in assigned market/territory.  
• Forecasts quarterly close dates; closes business to achieve and exceed quarterly and annual sales targets.  
• Meets all KPIs in terms of weekly contacts, updates in SFDC, pipeline maintenance, sales stage progression and others as defined by supervisor 
• Defines and effectively communicates customer needs to the product development team so solutions may be implemented in time to maximize business opportunities. 
• Defines and effectively communicates customer needs to internal stakeholders in customer success, inventory, finance and integrations.  
• Presents VitalSource capabilities presentation according to expectations and actively demonstrate all VitalSource solutions.  
• Organizes sales calls and coordinates appointments to take full advantage of travel time with intent to close business at each sales call.   
• Visits clients and potential clients (with approval) to generate new sales and up sells.        
• Maintains accurate and timely notes of calls, reports and pipelines – captured in SFDC 
• Communicates with new customers (verbally and in writing) about current product offerings, services and future vision of the company.   
• Ability to follow contract process and onboarding as outlined. 
• Ability to manage lead workflows effectively that drive opportunity development. 

Required Qualifications:

• Eight years of sales experience
• Knowledge of SaaS, learning and training technology, integrated solutions 
• Demonstrated skills in consultative selling approach 
• Knowledge of essential business technologies, including, but not limited to: standard office software and SalesForce or comparable CRM 
• Ability to achieve financial targets and meet benchmarked deadlines